Never Say Sell How the World's Best Consulting and Professional Services Firms Expand Client Relationships
1 online resource (257 p.)
9781119684169, 1119684161
1202450957
Cover
Title Page
Copyright Page
Contents
Foreword: A Place in Time
PART I Why We Never Say Sell
Section 1: Who We Are and the Problems We Want to Solve
Chapter 1 From Foothold to Footprint
The Question
Expert Services Are Different
Growing Your Work: How Hard Can It Be?
Do You Sell Pies?
The Promise of Never Say Sell
A Roadmap for the Book
A Word about Words
To Sell or Not to Sell?
Section 2: The Imperative and the Opportunity
Chapter 2 Learning to Farm
Grinders, Minders, and Finders
Next Generation Power
The Opportunity Bloom Where You Are Planted
Farming Has a Better ROI Than Hunting
Farming Alerts You to Opportunities Early
Farming Keeps You Close
Farming Is Less Time Intensive
Farming Reduces Risk
Account Planning
Chapter 3 The Diamond of Opportunity
There Is No One Thomson Reuters - and No One Opportunity
Opportunity 1: MORE
What Might This Look Like for You?
What Might This Look Like for Susie?
Opportunity 2: EXPAND
What Might This Look Like for You?
What Might This Look Like for Susie?
Opportunity 3: EXTEND
What Might This Look Like for You? What Might This Look Like for Susie?
Opportunity 4: REACH
What Might This Look Like for You?
What Might This Look Like for Susie?
Opportunity 5: EVOLVE
What Might This Look Like for You?
What Might This Look Like for Susie?
Opportunity 6: INNOVATE
What Might This Look Like for You?
What Might This Look Like for Susie?
Section 3: The Challenges
Chapter 4 The Challenge of Knowing Too Much about the Wrong Thing
The Seven Elements
Mutually Exclusive and Collectively Exhaustive
Any Step Can Be the First
How Do the Seven Elements Apply?
Awareness Understanding
Interest
Credibility
Trust
Ability and Readiness
The First Challenge
Chapter 5 The Challenge of Complex Organizations
We Do That?
Who's on First?
The Stories We Tell
Winging It
Messed Up Incentives
Refer at Your Own Risk
The Second Challenge
Chapter 6 The Challenge of Serving Complex Networks
When Networks Kiss
Two Universes
The Myth of Referral
Secret Sauce
Perception of Risk
Vertical Silos
It's Not You, It's Them
Budget
Politics
The Buyer's Ability
Concentration Risk
The Third Challenge Chapter 7 The Challenge of Introducing Your Colleagues
Introducing Other Experts
Our Client Doesn't Know if the New Person Is Any Good
You Might Not Know Your Colleague
You Have to Build Relationships Anew
Loss of Control
The Fourth Challenge
Chapter 8 The Challenge of Scale
Economies of Scale on the Panama Canal
Scale Advantage in the Expert Services Industry
Scale Through Technology
Scale Time on High-Dollar Work
Scale Through Buying Power
Diseconomies of Scale in the Expert Services Industry
There Is No "I" in "Team"
The Tug-of-War Guy
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